The Perfect RIA

In this episode, David Gow, a financial planner from Scotland, joins Matthew Jarvis to share his client meeting process. Matt and David discuss the similarities in financial planning processes across different countries and the importance of building trust with clients. David shares his experience of self-reflection and how it led to a deeper understanding of his clients' needs and highlights the...

In this recap episode, Amber discusses the importance of intentional communication with clients and the value of simplifying complex topics. She then explores the topic of Roth conversions and taxes, emphasizing the need for annual conversations with clients. Amber then transitions to the implementation of Surge meetings, the benefits they provide for clients and advisors, and when is the best tim...

In this episode, Jamie discusses the concept and implementation of Surge, as well as when is the most appropriate time for Surge meetings. Surge is a time-blocking strategy that allows advisors to optimize their schedules and deliver value to clients. Jamie shares the origins of Surge and how it has evolved over the years within their office. She's also sharing a detailed surge schedule that inclu...

Sometimes we can get caught up in our own heads in a way that keeps us from focusing enough on the end client delivery. So today, Matthew and Micah share how they have gotten caught up on their own ideas and discuss how this often happens when it comes to Roth conversions—and what to do about it. Listen in to hear how they navigate this issue, what kinds of communication methods help, and what you...

In this episode, we're recapping this week's discussion on sales and communication in the financial advisory industry and how effective communication is not about forcing someone to buy something but rather about understanding and helping clients achieve their goals. We also review the importance of building a proper prospect process and avoiding common pitfalls in prospect meetings. Resources in...

In this episode, Jamie discusses what happens when prospect meetings go wrong and provides insights on avoiding these situations. She emphasizes the importance of having a properly built prospect process and using a CRM as a brain trust for the organization. Jamie explains the concepts of blueprints, processes, and tasks and highlights the need for clear and consistent documentation. She also disc...

Summary: In this episode, Micah and Matt discuss the importance of effective communication with clients and prospects in your financial planning practice. They debunk the negative connotations associated with sales and emphasize the need for good, practiced communication skills. They highlight the role of role-playing in improving communication and stress the importance of having a consistent proc...

In this episode, Amber first reviews the key takeaways from Monday's episode where Jonathan Reynolds shared his key tips to helping your team members stay long-term . She discusses the importance of recruiting and retaining A players by showing them a clear plan and path for their career growth. She also highlights the significance of supporting team members and giving back to the community. Addit...

In this episode, Jamie discusses the importance of charging for initial prospect consultations. She shares the background of Shilanski and Associates, and explains how they began charging for prospect meetings. Jamie emphasizes the value that financial advisors provide and challenges the mindset that their services should be given away for free. She outlines the process of charging for consultatio...

Jonathan Reynolds, CEO of Titus Talent, joins Matt to discuss the importance of not only finding employees, but how to keep them long term. Jonathan shares why as a business owner, you need to provide employees with a clear career path and show them what's next in their professional development. Jonathan suggests that hiring and retaining A-players is best achieved by aligning their career traject...

In this episode, we're recapping the importance of improving prospect processes and setting the stage for the first meeting. Advisors need to create a positive environment and approach prospects with confidence, and that first meeting with the prospect is crucial, so how do you make it successful? We're also sharing how to identify good-fit prospects and the importance of marketing and consistency...

Looking for prospecting help? Jamie's ready to share guidance on marketing and how to identify the right fit for your services. Discover the importance of consistency in marketing and the need to persist in strategies that work. Learn about goal planning, setting realistic targets, and the significance of discipline in achieving success as Jamie shares practical tips to ensure your marketing effor...

Matt and Micah are sharing a sneak peek of an upcoming masterclass focused on perfecting the prospect process. The duo reflects on their past experiences, including awkward encounters and struggles to convey value to prospects. The key takeaway: it all boils down to creating a sense of value in the prospect's mind. Discover the crucial elements of a successful first in-office appointment, where ev...

In this recap episode, we're sharing why Monday's guest, Aaron Walker, believes entrepreneurs need to break out of isolation, seek support from others, and how joining a mastermind group transformed his life. We'll also recap the challenges of nepotism in the workforce and the importance of working for someone else before joining a family business. Resources in today's episode: - Episode Website -...

In this episode, Jamie discusses the concept of nepo babies and the importance of teaching children the value of hard work, honesty, and kindness. She shares personal stories and experiences from her own family, highlighting the challenges and benefits of being raised in a family business. Jamie emphasizes the need for children to work for other companies first to gain valuable experience and avoi...

In this episode, Aaron Walker joins Matt to discuss the importance of mastermind groups and their transformative power on entrepreneurs' lives. Aaron shares the value and need for vulnerability, transparency, and trust within these groups and the benefits of diverse perspectives and experiences. He also highlights the impact of unhealed wounds and the misguided thoughts around self-preservation th...

In this episode, Amber recaps Matt and Micah's conversation about being prepared for emergencies and disasters in both personal and professional life and the illusion of knowing what to do in a crisis. It's important to prepare for emergencies in your practice, such as employee turnover or loss of clients. In addition, she recaps Jamie's tips for preparedness, the importance of having a disaster r...

In this episode, Jamie shares a story about a boating incident and highlights the importance of preparedness, clear communication, and the dangers of unsolicited advice. She emphasizes the need for disaster recovery drills and simulations in both personal and professional settings. Jamie also encourages people to be critical of those who offer advice without understanding the full context of a sit...

In this episode, Matt and Micah discuss the importance of being prepared for emergencies in both personal and professional settings. Through an experience of witnessing a boat capsizing, they highlight the illusion that people will automatically know what to do in a crisis. They emphasize the need to be your own first responder, to not rely solely on others for help, and the dangers of thinking no...

In today's episode, we're recapping this week's highlights. We're revisiting the prospect process with Monday's guest, John Barron, and the importance of educating prospects and highlighting an advisor's unique value to avoid commoditization. In addition, we're recapping employee compensation and how both employees and employers can navigate through that process, as well as the recommendation for...

In this episode, Jamie dives into employee compensation and the hurdles they encounter while negotiating salaries. She emphasizes the significance of making yourself indispensable within an organization, suggesting that employees concentrate on enhancing their areas of improvement. The discussion extends to the advantages of working in a traditional office setting and how family dynamics can influ...

In this episode, Matthew Jarvis and special guest John Barron discuss the importance of creating an educated and informed decision-making process for prospective clients. John emphasizes the need to differentiate yourself from competitors and educate clients about the unique value you provide. By guiding clients through a safe and pressure-free process, Financial Advisors can build trust and help...

In this episode, we're recapping the importance of managing alerts and notifications to improve productivity and mental well-being, as well as exploring strategies for managing calendars and transitioning to vacation. We're also covering the dos and don'ts of firing and handling resignations, and the importance of clear communication and setting expectations. Resources in today's episode: - Episod...

In this episode, Jamie Shilanski discusses the challenges of firing employees and handling resignations in a professional and respectful manner. Jamie shares her personal do's and don'ts for firing employees, emphasizing the importance of clear expectations, accountability, and avoiding drama. She also provides insights on the process of transitioning out employees who resign, including the import...

In this episode, Micah and Matt discuss the destructive nature of alerts and notifications on your productivity and mental well-being. They emphasize the importance of separating acceptable notifications from overwhelming ones and creating a team communication policy. They also share strategies for managing calendars and travel and using tools like scheduled summaries to transition between work an...